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Negation Techniques That Strengthen Relationships

Selling market research can be a sophisticated process of business development. At best it uncovers hidden opportunities, increases the willingness to pay for additional service, and creates long-term relationships. However it also produces scope creep, unreasonable expectations and difficult conversations with Procurement departments.

The Balancing Act: How can we consistently develop opportunities meeting both the client's needs and our need to drive a profitable business?

Interest Balancing Framework: Interest-based negotiation is no longer the specialized science developed at the Harvard Law School. It is now a core skill taught at business schools because professional negotiators know how to get past "red herring” demands for price, uncover deeper interests (that drive more profitable, value-added work) and structure deals for long-term relationships regardless of key contact turnover.

In two sessions we apply sophisticated negotiation tools developed by Roger Fisher and colleagues at the Harvard Program on Negotiation. Frequent uses in Market Research include:

· Negotiating terms with both clients and suppliers on major projects to ensure profitability

· Negotiating Master Service Agreements, Service Level Agreements

· Solidifying long-term, strategic relationships with major clients

· Dealing with "scope creep” and ensuring that the client pays when this happens

· Negotiating with Procurement departments

Two Goals for the Sessions:

· Concrete actions to improve a current customer challenge

· Mastery of core negotiation tools

Session I: You analyze a difficult situation before the session with the Nine Elements of successful negotiation. During the session we go deep on the Elements and the concrete steps to fix issues. You develop a short list of concrete actions for your specific problem while "learning by doing” the fundamental skills.

Session II: Beyond Logical Analysis. Some client problems go beyond logical problems. Clients' negotiation styles, personalities, and emotions can pose significant issues. We cover the tools used by professional negotiators to handle these difficult conversations

 

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10/24/2016 » 10/27/2016

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